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[HTML][HTML] Advancing value-based selling research in B2B markets: A theoretical toolbox and research agenda
Value-based selling (VBS) has become an increasingly important selling practice in
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
contemporary business-to-business (B2B) markets, but currently most VBS studies are …
Extending agency theory in sales management: A systematic literature review and future research agenda
Agency theory has been widely adopted in sales research, yet much is unknown about the
extent of its application to explain and predict sales behaviors in today's dynamic sales …
extent of its application to explain and predict sales behaviors in today's dynamic sales …
A boundary tool for multi-stakeholder sustainable business model innovation
Sustainable business model innovation cannot reach its full sustainability potential if it
neglects the importance of multi-stakeholder alignment. Several studies emphasize the …
neglects the importance of multi-stakeholder alignment. Several studies emphasize the …
Theory development in servitization through the application of fsQCA and experiments
Purpose The purpose of this study is to explain how the application of fuzzy-set qualitative
comparative analysis (fsQCA) and experiments can advance theory development in the field …
comparative analysis (fsQCA) and experiments can advance theory development in the field …
What drives the implementation of customer success management? Antecedents of customer success management from suppliers' and customers' perspectives
Applications of customer success management are gaining increasing importance globally
across industries. Especially when selling and delivering complex offerings, suppliers need …
across industries. Especially when selling and delivering complex offerings, suppliers need …
Transformational and transactional sales leadership during a global pandemic
Transformational (TFL) and transactional leadership (TAL) are foundational leadership
styles in sales practice and have been intensively studied by past sales research. However …
styles in sales practice and have been intensively studied by past sales research. However …
Customer equity drivers and repurchase intent among B2B customers: the moderating role of perceived switching cost
Purpose This study aims to investigate the role of three customer equity drivers on customer
repurchase intent in business-to-business (B2B) markets. It also explores the interconnected …
repurchase intent in business-to-business (B2B) markets. It also explores the interconnected …
[HTML][HTML] Gain-sharing in performance-based contracting: How risk and fairness drive business customers' willingness-to-switch to a gain-sharing arrangement
Gain-sharing arrangements, which involve the seller promising to realize a measurable
economic performance gain that is shared between the seller and customer, are used in the …
economic performance gain that is shared between the seller and customer, are used in the …
Customer–salesperson price negotiations during exceptional demand contractions
Extant literature has studied how customer–salesperson price negotiations evolve in
“normal” circumstances. However, recent economic recessions illustrate the need to …
“normal” circumstances. However, recent economic recessions illustrate the need to …
[HTML][HTML] Three ways to sell value in B2B markets
Since 2010, the authors have collaborated with more than 70 companies in a wide range of
B2B industries. Some were already advanced at value-based selling (VBS), while others …
B2B industries. Some were already advanced at value-based selling (VBS), while others …